22 Great Songs to Pump You Up Before a Sales Call

by Bob Everlanka & Bob Kuczik Today is the day! You are heading to the big sales call. But instead of focusing all your energy and intellect on the upcoming sales call, you are distracted because… [more]

22 Great Songs to Pump You Up Before a Sales Call 22 Great Songs to Pump You Up Before a Sales Call

Sales : What To Do When Things Are Going Good

Sometimes good things really do happen: That piece of business you have been chasing for years finally breaks and you get an order. The decision maker who always says "No" is transferred and the Admin… [more]

Sales : What To Do When Things Are Going Good Sales : What To Do When Things Are Going Good

Selling: How To Save a “Lost” Client

Don't write off a client who stops using your service or begins to order from your competitor. An inactive client, even one that is mad at you, is a pre-qualified source of new business. You already know… [more]

Selling: How To Save a “Lost” Client Selling: How To Save a "Lost" Client

Gaining Sales Traction : Salt on the Road

Sometimes the wheels spin and you need a little traction to get going. Salt on the Road will give your tires the traction they need so you can get out of that icy patch and back on the road. You can… [more]

Gaining Sales Traction : Salt on the Road Gaining Sales Traction : Salt on the Road

Closing The Sale : Two Step

  It's rare that one sales call turns into an immediate sale. It happens. But most of the time the decision maker does not make a buying decision on the spot. You can have a world class sales… [more]

Closing The Sale : Two Step Closing The Sale : Two Step

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Sales

Talking male colleagues

Selling : Get in the Ring!

  There is an old saying in boxing : "Everyone has plans.....until they get hit." Sounds like Sales. Every good sales rep walks into a meeting with their prospect with a game plan. It might include opening with a few questions to clarify the prospect's needs, challenges and opportunity. It always includes a presentation highlighting your company or … [Read More...]

Talking male colleagues

Selling and Dickens

  "It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness..." You know the feeling. New business is rolling in but the ground underneath your feet is a little shaky. Some of your long term clients are moving on. What's going on? Did you lose a few clients because you are targeting a different type of … [Read More...]

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Sales Training

Sales Tips & Advice

"A smooth sea never made a skillful mariner." -Anonymous   … [Read More...]

Sales Tips & Advice

  "Be yourself. Everyone else is taken." -Oscar Wilde     … [Read More...]

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Cold Calling

Young Businessman at a Meeting

Cold Calling, Closing = Success

A great friend of mine has been in sales his whole career. He started working at P&G callling on grocery stores many years ago and eventually opened his own staffing agency. He built it one cold call at a time to a very successful business. About five years ago he decided … [Read More...]

Business woman gives a handshake

The Elevator Pitch

by Bob Everlanka You have 45 seconds. The prospect you have been chasing for a year finally slows down, puts down his phone and focuses his attention on you. It's time to stand and deliver. Are you ready to confidently, concisely and articulately state who you are and why … [Read More...]

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Prospecting

Chrysanthemum

Prospecting at the Granular Level

  I love how certain words become buzz words, like "granular". Politicians love to talk about analyzing voter demographics at the "granular" level. Prosecutors talk about examining evidence and building a case from the "granular" level. In a sales context, it means putting your business under a microscope to better understand your clients and why they buying from your firm. Once you … [Read More...]

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Closing

Closing the Sale

"A man prayed every morning to God. And every morning he made the same plea, "Please, God let me win the Lottery for a million dollars." "For many, many years this man spoke the same words. As the years went on he married, raised a family, buried his wife and daughters, and he grew bitter. But still every day he would raise his hand to God and say, " Let me win the Lottery for a million … [Read More...]

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